Formalizacja negocjacji w firmie (zasady metodyczne i studium przypadku)
Formalization of business negotiations (methodological principles and case study)

Summary/Abstract: The paper focuses on the issue of the formalization process of negotiations, which is needed to reduce the complexity and changeability of contemporary business negotiations, influenced by turbulent environment. That in turn facilitates the comprehensive description and analysis of those negotiations. The paper aims at presenting methodological principles of conducting that formalization process. Firstly, the general idea and objectives of such a process are presented. Secondly, the means applied within that process are described, including both typical organizational documents and ongoing plans. Thirdly, the case study concerning the formalization of negotiations within particular company is placed. In the closing section the pros and cons of presented concept are listed as well as the directions of subsequent research on negotiations formalization are pointed out.

• Details
• Contents